Spotlight on Benefits for Remote Employees
As companies navigate the current pandemic environment, one challenge at the forefront for many is engaging a remote workforce. The shift to remote work will not be a temporary one — it is almost certain that many companies will transition permanently to a more remote workforce post-pandemic. Given this shift, companies need to take a closer look at every aspect of their HR programs and policies — from talent acquisition, ...
Read More →Sales Compensation Reaction to COVID-19
The nation’s response to the COVID-19 crisis is forcing a change to most companies’ sales processes. Many outside sellers are having to rely on phone and electronic means to communicate with their customers and prospects vs. being able to visit them in person. The bigger issue is that many companies are experiencing a slowdown in their business and the extent of that slowdown is unknown. The question ...
Read More →Rethinking Compensation in a COVID-19 Environment
This article addresses the current economic COVID-19 realities and provides alternative compensation guidelines to minimize its impact while still retaining valued and high-performing employees. While some companies might be actually growing, that's not the reality for a lot of them. This article doesn't deal with businesses that are in dire straits and need government aid to survive, which may be the case for the airline industry, travel/entertainment businesses, retail and restaurants. It also doesn't address those ...
Read More →Spending on Variable Pay
We know that publicly-held companies have increased their spend on variable pay plans. In 2019, variable pay as a percent of total payroll was around 14%, excluding sales personnel, while merit budgets have been stagnant at 3% for over two (2) decades. Given that shift in pay, are privately-held companies following suit? WorldatWork and Vivient Consulting conducted a ...
Read More →Activity-based Sales Incentive Metrics – The Good, the Bad & the Ugly
Do activity-based metrics belong in your sales incentive plan? The simple answer here is no, but why do so many companies include them, even when advised not to? The truth is there are many reasons: • Lack of strong sales leadership • Looking to change a seller’s behavior • Long sales cycle • Lack of a strong performance management culture • Belief that there’s a strong correlation to sales activities and sales ...
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